Who is Forcepoint

Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place we want you to bring your own energy to help us create a safer world. All we're missing is you!

Develop and drive the partner strategy across Forcepoint's top tier focus partners in West and Enterprise, SMB's & Mid-Market Sector.
Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required
Recruit, onboard, and enable new partners to expand Forcepoint's market coverage
Drive joint business planning sessions to align partner capabilities with Forcepoint's objectives.
Manage regional distribution activities as necessary including local cadence
Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement
Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint
Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM
Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
Support MDF activities supporting both enablement and customer development objectives
Represent Forcepoint at regional partner events, conferences, and networking opportunities.

Education and Experience

Graduate/Post Graduate in business management with 10 - 15+ years operating in a sales-based environment with understanding of the said market (West India and Enterprise, SMB's & Mid-Market sector business). Understanding Enterprise decision-making in large opportunities is helpful
5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
Self starting and comfortable in a dynamic and fast moving environment
Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams
Willing to travel as necessary
Strong understanding of two-tier distribution models and VAR ecosystems
Understanding of the industry, key players and technologies is a big plus
Experience in selling business to business in an IT security company
Proven track record of exceeding sales/revenue targets within a partner-driven model
Ability to close business while achieving a high level of partner satisfaction
Ability to articulate a value proposition clearly and engage at multiple levels within an organization.
Ability to present to external audiences
Excellent relationship management, negotiation, and communication skills.
Ability to work collaboratively with internal cross-functional teams (marketing, sales, operations).

Channel Account Manager

Channel Account Manager